Rethinking Sales Management: A Strategic Guide for Practitioners

Rethinking Sales Management......Page 1
Contents......Page 7
Foreword......Page 9
Acknowledgments......Page 15
About the author......Page 19
Introduction......Page 21
PART I: Strategy......Page 27
1: The big picture......Page 29
2: The purchaser’s view......Page 53
3: The B2B relationship development box......Page 77
PART II: Using the Relationship Development Box......Page 97
4: Strategic relationships......Page 99
5: Prospective relationships......Page 123
6: Tactical relationships: the power of low touch......Page 143
7: Cooperative relationships......Page 163
8: The end of relationships......Page 179
PART III: Strategic Focus for 21st-Century Sales Management......Page 199
9: Reputation management......Page 201
10: Working with marketing......Page 223
11: Leadership......Page 243
12: Process management......Page 265
Bibliography......Page 293
Index......Page 307